“Would You Like…”
Most people in marketing have heard how McDonalds® added an “upsell” to every order. Right before the sale was rung up, the cashier asked if the customer would be interested in adding french fries to their order. McDonalds® made millions selling french fries using this simple technique. Yes, millions.
The upsell is a smart, skillful, and easy way to add product to any order. But here’s the interesting thing about that McDonalds® campaign.
Most people think the line was,
“Do you want fries with that?”
The actual line taught to McDonald’s workers was,
“Would you like fries with that?”
Read those two lines again and see which one actually makes you want to say, “yes.” After extensive testing, they found that the second line overwhelmingly won out. But why?
“Do you want?” points out the very fact that I am wanting; that I lack something. It actually asks if I “want to want!” It’s easy to say no to wanting something.
“Would you like?” makes me feel that I already possess it. I don’t have to want, I can simply say, “yes” and it’s mine.
Your customer already wants to buy, she has her wallet open, and you’ve already sold something to her so she’s in a buying frame of mind. Adding one more item is easy for her. Just make sure you ask, “Would you like…” and not, “Do you want…”
Examples: “Would you like…
- an extra lipstick for your purse or gym bag?
- a few of these for birthday gifts?
- to try the night cream as well?
- one for each bathroom?
- to hear about how you can get all your future orders for half price?
Now go have a POWERFUL day!
– Ann Vertel, UnitCoach
PINK BIZ NOTE: Visit www.unitcoach.com